Sticky Learning Lunches #17: Part 1 of The Cunning 4 Stage Sales Plan

The Cunning 4 Stage Sales Plan by Geoff Burch - Part #1. Did I achieve my chosen goal for this visit? Use your time working from home to become the very best version of yourself.

You Can Read the Full Transcript Below:

Nathan Simmonds:

Welcome to Monday. This is Sticky Learning Lunches. Myself, Nathan Simmons, and I'm also Dueting today with Jeff Birch as well. Gonna bring him on in just a second. Now, you're pretty sure you can see him in the, on the side there. Welcome everybody to Monday. I'm excited for today because this is the first time I've done a duet in this space. And in that in itself is, is, is a, is a revelation and something new to me. We're just waiting for the last couple of people to turn up and come into the room.

Nathan Simmonds:

Just as we're doing that, setting everybody up for success today. Drinks available, making sure that we've got our drinks available, water, herbal tea, whatever, so that we can fully focus on what we're doing here today. Mm, definitely needed. Number two, mobile phones. Let's make sure we're zeroing out the distractions. A hundred percent attention on Jeff today, what he's gonna be sharing.

Improve working from home with The Cunning 4 Stage Sales Plan

 

Nathan Simmonds:

The content, mindset, ideas, very different approaches. So let's make sure we've got our phones out and everyone on flight mode gonna make sure mine is done. And the third thing, keepers, we at Sticky, sticky learning at MBM, we talk about keepers. It's the things that you need to write down to make sure that you are remembering the key points, the ideas, the new realizations that you're documenting them down, and making sure that when you go back to read them again.

Nathan Simmonds:

That they're, they're sparking new ideas, new curiosities, reminding you to come back to this content time and time again, to develop the thinking, to help you be the best version of yourself in this time and moving forward. Last couple of people arriving. Brilliant. So we're gonna crack on introducing today, Jeff Birch. We've already had an interview. Um, we did some work for the blog and we posted this on YouTube.

Nathan Simmonds:

Categorically what it says about him. He is a rip roaring keynote presenter. He is six bestselling books. He is a BBC presenter. I am honored to be sharing a small amount of time with this man with you on today's subject, which is all about sales. And I alluded to this last week that every day is a sales day. And this is why we've got Jeff here. 'cause we've led him from coaching skills, interpersonal development that then leads you into job interviews, pitching projects, sharing ideas.

Nathan Simmonds:

Every day is a sales day. Um, we're hoping with the content of the next four days from Jeff, that we're gonna get this skillset embedded, this way of thinking to help you develop, deliver and overachieve. So welcome to today's training final people in welcome to MBM, making Business Matter, the holistic learning. My name Nathan Simmons, also with my friend Jeff Birch. These sessions are all about helping you be that best version. Let's get on with today. So Jeff, bringing Jeff back in. Jeff, welcome to Sticky Learning Lunches.

Jeff:

Hello. Hello. How are you?

Nathan Simmonds:

I'm marvelous. How are you?

Jeff:

I'm nuts. I've been driven nuts by the shutdown, so I'm I'm un I'm doing unspeakable things. good.

Nathan Simmonds:

Like doing these virtual classrooms with me.

Jeff:

Yeah, well, yeah, yeah. But yeah. And other things,

Nathan Simmonds:

00:03:15 . Well, look, I'm in charge of the whiteboard today, so we're gonna be covering three key points, myself and Jeff with you there. Um, listening in, um, today predominantly we're gonna be talking about what is sales, the sales mindset. We, and also be talking about part one of this coming for stage sales plan. And I'm conscious of time because these sessions are very short. Their micro learnings are quite intense. And Jeff likes to speak

Nathan Simmonds:

For a lot. He gets paid for this, which is what you know, he is good at it. Jeff, look for you for, you know, the wonderful people that arrived. Stuart, thanks for very much coming again, Tim, amazing seeing some new faces in exist and, and regulars as well to you. Jeff, what is sales?

Jeff:

Well, everybody, sales is applied to everybody. Sales certainly shouldn't be the province of salespeople. What, actually, let me tell you something. It's not about selling, it's about moving people. Okay? It's about moving people from one place to another in their mentality. We're in a world now where we can't just tell people to do things. I mean, at one time doctors had this power that people respected them. So they would say, listen, old chap, give up smoking, or you'll be dead. It was very simple. But now, if you are a doctor, you know where your patient is smoking, you know, where you want them to be is not smoking.

Jeff:

And that's a sale. It's moving that mindset from wanting to smoke, to wanting to be alive. You know? So we are all in this business. Maybe we'd like a job. So we're moving the person we meet from. I don't like the look at this bloke. He looks shifty to this is exactly the employee we need for this business. And that is a sales process. The world over. You know, whether it's we're trying to persuade our kids to stop picking their noses, or whether we're trying to get an employer to give us a job. We need to move people.

Nathan Simmonds:

Yes. And I'm just thinking it, you know, stopping your children from picking their nose or going for a job. It's the same tactics that we have to employ. We have to remove the objections from the individual so we can get where we need to be. But they need to get where they need to be, which is how with us,

Jeff:

You are showing signs of old festy,

Nathan Simmonds:

Good .

Jeff:

Old festy, sales habits, objections. Now, I do not like objections because I like the people I persuade. They're my chums. I persuade my wife, I persuade my kids, I persuade the people I work with. Objections is combative and aggressive. I much rather think of them as concerns. So my wife says, where would you like to go for holiday? And I say, me Yorker. And she says, I don't want to go to Major Yorker. Why? Because you'll spend the whole time in that boat and I won't see you. So I go, okay, now she isn't, that's not an objection to me, Yorker. It's a concern. She's concerned that I, it she won't get the holiday that she wanted.

Jeff:

So I was, I will come to some sort, oh, I'll tell you what, why don't I go for a sale before breakfast and then spend the rest of the day with you. That's a solution. It's not dealing with the objection. It's not slick. It's not dishonest. It, it, it is me uncovering my customer's concerns or my, and and it's not dealing with them. It's, it's putting them at rest. It's a lovely, kind, gentle way of dealing with it rather than having the aggressive objection. You know, we, we, we know our customer is not our enemy. They're our chu.

Nathan Simmonds:

Absolutely. And you know what? Every day is a sales day and every day is a school day as well. So thank you Jeff. It's appreciated. ,

Nathan Simmonds:

Just to bring the, the, the, the, the audience for the, want a better words into this. You know, what concerns are you helping or, or what concerns do you need to be thinking about in your current projects, in your current endeavors? What concerns have you got coming up that you would like to overcome work with and incorporate into your dialogues?

Nathan Simmonds:

Let's see those in the question box, just so we can get a flavor of what's going on for people and start coming up with some ideas to help people incorporate this thinking into helping them move forward. Have you got a job in, hold on two seconds. Have you got any job interviews, projects or, or sales you're doing for the audience that you've got concerns coming up?

Jeff:

Another important thing, especially like job interviews or anything else, is if, if you think about them as objections, they are often difficult to uncover. So they, they, they might say, I'm not sure we can trust this bloke, but they wouldn't say that in the job interview. They say, well thanks jolly. Well, very nice, very interesting talking to you and we'll let you know in a few days. Well, I need to find out, I've gotta start asking some pretty careful questions to find out, you know, just because I, just because I've been nicking their ornaments and they've spotted it on their, their security cameras.

Jeff:

Is this what's putting me off the job? You know, whatever it is I need to find out. And again, you know, too expensive. You know, too expensive. I mean, we, we, we love we love your product. It's too expensive that we need to ask some very gentle questions about what do they mean by too expensive? Do they mean too expensive? We're dearer than everyone else. Do they mean too expensive as they just haven't got the money to pay it Too expensive?

Jeff:

Under the current proposition, I put, it seems unfair that I've asked the price, you know, I need to under, I need to take part too expensive because if I say no, we'll do it cheaper. That just means that hasn't dealt with their concern. It's just me panicking and knocking money off, which is always disastrous.

Nathan Simmonds:

And like you say, you know, when you're going with this idea of it being combative, you're already creating a level of resistance, which is gonna kind of, um, um, demean the conversation that you are about to have. So valuable lesson in this for everyone. Objections change into concerns, ask better questions to find out where the concern is coming from.

Jeff:

And also they can be signals. We don't because particularly me, I talk and never listen to anybody. It's, it's my biggest failing 'cause I love listening to me .